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If you are a good sales person who wants to become great, if you are at the top of your game but know you can do better or if you have a pipeline full of deals that simply won’t close then this course is for you. You will understand concepts and learn techniques to hone your skills across all aspects of B2B selling to make you
and to help you
to make you more successful.
Each section, broken down into bite size lessons, deals with a specific part of selling and the selling cycle. The lessons are voice over slides. A quiz at the end of each section is intended to validate that you have understood the concepts before moving onto the next section.
The course is structured around a classic B2B sales cycle. My recommendation is to follow it as designed as later lessons build on what you have learnt previously. Listen all the way through then come back to specific lessons and revise it again taking note of the concepts and techniques discussed. When you work through a specific lesson with a technique or techniques you need to apply, do it, and start putting the techniques discussed into practice.
I suggest that the course be completed within 2-4 weeks depending on how you manage your practice. Don’t create excuses now as to why you cannot practice or embrace the ideas in this series. I can be your guide but it is you that has to climb the mountain. If you don’t give it a real go then we will both have failed!
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introduction and purposePreview
what we will coverPreview
Throughout this course I have included quick quizzes to help you assess how well you have understood and internalised key messages. My recommendation to you is that if you do not get 100% in any quiz to go back over that section carefully until you do. If you have questions or are unclear then please raise them on the discussion board or email me diectly on firstname.lastname@example.org.
establishing a common languagePreview
Foundation Concepts are the framework for this course
|Section 1: about you|
ego vs attitude
learning and unlearning
|Section 2: about the customer|
profile of a B2B buyer
why people buy
about the customer
|Section 3: begin with the end in mind|
begin with the end in mind
things to be aware of
begin with the end in mind
qualifying in and out
negotiating (not the money)
tenders and RFPs
section 3 part 2
|Section 4: the art of discovery|
summary of section 3
setting the mood
real world example
the real art of discovery
great questioning technique
the how of discovery
the art of discovery
|Section 5: summing up|
summing up discovery
conclusion of Part 1
|Quiz 7||6 questions|
How many foundation concepts are presented in this course?
Chris is an accomplished technology business and sales leader with over 20 years’ experience selling solutions to people’s business problems. Chris has demonstrated consistent achievement of sales targets, KPI’s & customer satisfaction metrics. He is enthusiastic and brings genuine passion and initiative to strategic, business critical consulting roles. Chris achievements include:
·Number one sales person worldwide 2000 for a NASDAQ listed software company
·Identifying and driving the strategic direction of a business through sales growth, people leadership and change management
·Mentor and train sales people to become high achievers within a team culture working within a repeatable sales process
Throughout his career Chris has demonstrated an ability to quickly understand the business value and real customer value of solutions and to articulate that with customers and business partners at all levels.